Top Five Negotiation Behaviors

April 2, 2011

#1 – Learn – Before you move from the selling phase to the negotiating phase of the sales cycle, learn as much as possible about the needs of your client. Understand how the client defines value, know the client’s business priorities and who/what you are competing with for the business. Negotiate from a point of value and not price.

#2 – Think before you speak – Use pauses strategically. You do not have to fill the void if no one is speaking. This is critical, especially after the other person has asked you to make a concession.

#3 – Get all the cards on the table – Do not give up anything before you know everything. If you give something up too early, you may find that later on you didn’t need to make the concession.

#4 – Move slowly – If you want to build a relationship with this client, don’t rush to come to agreement. When negotiators rush, they make mistakes.Mistakes cost money!

#5 – Maintain confident body language – If your client pushes back on terms or price, ensure that your body language does not give the appearance of a lack of confidence or a belligerent attitude. Do not cross your arms, move your chair back or scrunch your forehead. Sit up straight, move forward slightly, and maintain a calm composure.

Tags: negotiating skills, negotiations training, win win negotiating

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